As mortgage marketing tasks become more integrated into CRM systems – think emails, social media posts and text messaging – it’s easy to adopt a “set and forget” mindset. However, top producers understand that putting your prospecting efforts on autopilot is a mistake. Here’s how to revamp your marketing approach for increased visibility and better […]
Refresh Your 2024 Marketing Approach for Better Sales Results Read More »
Two weeks ago, another national lender announced that it was closing its consumer direct business due to unprofitability. The organization’s sales approach was to buy leads and try to refinance them. This marketing approach is expensive and as a result, the company couldn’t cover the costs involved with bidding for leads. Five years ago when
Why Having a Tribe Matters in Sales Success Read More »
Since time immemorial, selling has been defined by having a physical location. Whether in movies, books or on TV shows, the salesperson has typically been portrayed as someone who travels to a market and physically visits a customer or potential prospect. Similarly, a sales manager’s primary job has been to take the map of a
Redefining Market Presence in Mortgage Banking Read More »
In my sales training sessions with originators, it is clear that many of our industry’s producers are having a difficult time selling in today’s hyperconnected world. Likewise, management teams are facing similar issues. The big question is how to sell and market products and services when unlimited information, short attention spans and intense competition have
Why Sales Success is like High School Read More »
When training originators, part of my preparation is to view students’ LinkedIn profiles so I am familiar with their backgrounds. Time and time again, what I see are profiles that are poor or unprofessional with photos that might include the salesperson’s wedding day or his or her pets. This may seem funny but I find
The Little Things Really Matter in Sales Read More »
